ZS Associates

ZS Associates is a management consulting and professional services firm focusing on consulting, software, and technology, headquartered in Evanston, Illinois that provides services for clients in healthcare, private equity, and technology. The firm was founded in 1983 by two professors at Northwestern University who developed sales force alignment models using the world’s first personal-computer-aided territory mapping system.^[4] ZS continues to offer sales force alignment service to this day, in addition to a range of professional services, many of which are supported by advanced analytics.^[5]

ZS

Type	Private
Industry	Consulting , Analytics , AI
Founded	1983
Headquarters	Evanston, Illinois^[1]
Area served	Worldwide
Key people	Pratap Khedkar (CEO)^[2] Prabhakarkant Sinha (Co-Founder)^[2] Andris Zoltners (Co-Founder)^[2]
Number of employees	10,000^[3]
Website	www.zs.com

The firm employs more than 12,000 employees ^[6] in 35 offices in North America, South America, Europe and Asia.^[7]

The company was chosen by Forbes magazine as one of America’s best management and consulting firms in 2019 ^[8] and has been awarded for its company culture by Consulting magazine for several years in a row.^[9] The company has also been recognized by the Human Rights Campaign Foundation for earning 100 percent on their Annual Corporate Equality Index for LGBTQ workplace equality. ^[10]

History

ZS Associates was founded by Andris(Andy) Zoltners, Frederic Esser Nemmers Distinguished Professor Emeritus of Marketing at the Kellogg School of Management^[11] and Prabhakant (Prabha) Sinha, a former associate professor of marketing at the Kellogg School of Management. At Kellogg, Sinha and Zoltners developed a side business advising companies on sales and marketing, which evolved into ZS Associates.^[12]

In 1982, Zoltners and Sinha presented their sales force sizing and territory alignment models to their academic colleagues, demonstrating the world’s first personal-computer-aided territory mapping system.^[13] In 1983, Sinha joined Zoltners at Northwestern, and the pair founded ZS Associates in their off hours, offering companies increased sales force efficiency using their now-proven territory mapping software. In its first three years, ZS had helped eight of the 10 largest pharmaceutical companies in the world, including Pfizer, align territories and resize their sales forces. By that time, the 25-member team worked on 100 or more projects in a dozen countries—including the United States, Canada and many European countries.

In 1987, a large American company hired ZS to reorganize, redesign and reallocate their US-based sales force. In addition to deploying their sales territory alignment services, ZS also supported the company in change management, and built tools like incentive compensation programs to support the human resources of the company’s marketing and sales division.^{[citation needed]}

Through the 1990s, ZS continued to develop its capabilities,^[14] adding data warehousing, market forecasting, market research and analytical services for their clients. The firm also broke into sales force incentive compensation program auditing, design and implementation during these years.

In 2002, ZS added a marketing research practice to the company that would soon expand and evolve into marketing services. 2004 saw Zoltners and Sinha win the Marketing Science Practice Prize from the Institute for Operations Research and the Management Sciences (INFORMS) for their paper, Sales Territory Design:^[15] 30 Years of Modeling and Implementation, which explored the “[m]odels, systems, processes, and wisdom [that] have evolved over 1,500 project implementations for 500 companies with 500,000 sales territories.”

Organization

Research and Publishing

ZS regularly publishes original blogs, articles, infographics, whitepapers and video content to its website and in external publications including national media such as Forbes and trade magazines such as Pharmaceutical Executive, In Vivo^[16] and Medcity News.^[17] Topics range from airline revenue management and customer experience to drug pricing and pharma commercial models.

ZS employees have also written and published dozens of books on subjects including sales compensation and sales leadership.^[18]

Founders Zoltners and Sinha have written for Harvard Business Review on many occasions over the past decade, contributing more than 40 articles on a range of sales and marketing topics, with particular emphasis on healthcare marketing and healthcare analytics.^[19]

ZS employees have been quoted as experts in the field in The Wall Street Journal, The New York Times, Business Insider, NPR and many others.^[20]

Industries

ZS operates as a strategic, long-term advisor to its clients, basing its offerings on clients’ needs and challenges across the following industries: ^[21]

• Pharmaceuticals and Biotech
• Medical Technology
• Health Plans
• Travel and Hospitality
• Industrials and Business Services
• High-Tech and Telecommunications
• Financial Services
• Private Equity

References

1. "Bloomberg Business - ZS Associates Profile". Bloomberg. Retrieved 25 February 2015.
2. "ZS Leadership Team". Retrieved 9 March 2015.
3. "Big firm seeks city relocation aid". Evanston Now. Retrieved 25 February 2015.
4. Stott, Phil (2013). Vault Guide to the Top 50 Management and Strategy Consulting Firms. Infobase Learning. ISBN 978-1-58131-903-3.
5. Singh, Priya (2017-09-19). "In conversation with Shankar Viswanathan, Partner At ZS Associates". Analytics India Magazine. Retrieved 2019-11-27.
6. "ZS Website". Retrieved 24 August 2021.{{cite web}}: CS1 maint: url-status (link)
7. "Contact ZS". Retrieved 20 July 2019.
8. "America's Best Management Consulting Firms". Forbes. Retrieved 2019-11-27.
9. "The 2018 Best Firms to Work For". Consultingmag.com. Retrieved 2019-11-27.
10. "ZS Earns 100 Percent on Human Rights Campaign Foundation's 2019 LGBTQ Workplace Equality Scorecard | ZS". www.zs.com. Retrieved 2019-11-27.
11. "Evanston men win pharmaceutical industry honor, Evanston Now". Evanston Now Jun 2015. Retrieved 9 March 2015.
12. "Lighting the way: Anita and Prabha Kant Sinha lead cultural shift in charitable scene, Crain's Chicago". Chicago Business article December 2011. Retrieved 9 March 2015.
13. Stott, Phil (2013). Vault Guide to the Top 50 Management and Strategy Consulting Firms. Infobase Learning. ISBN 978-1-58131-903-3.
14. "ZS Associates Firm Profile". Management Consulted. 2016-11-06. Retrieved 2019-11-26.
15. Zoltners, Andris A.; Sinha, Prabhakant (2005-08-01). "The 2004 ISMS Practice Prize Winner—Sales Territory Design: Thirty Years of Modeling and Implementation". Marketing Science. 24 (3): 313–331. doi:10.1287/mksc.1050.0133. ISSN 0732-2399.
16. "Solving Reimbursement Puzzle Can Unlock Potential Of Digital Health For Medtech Innovators". In Vivo. 2018-09-03. Retrieved 2019-11-14.
17. Masloski, Pete; Unnikrishnan, Vijesh; Solomon, Maurice (2017-12-21). "To succeed in digital health, life sciences companies should sweat the small stuff". MedCity News. Retrieved 2019-11-14.
18. "Books on subjects including sales compensation and sales leadership". Amazon.{{cite web}}: CS1 maint: url-status (link)
19. "Search andris a. zoltners, pk sinha, and sally e. lorimer". hbr.org. Retrieved 2019-11-14.
20. Hopkins, Jared S. "E-commerce Expertise Comes to Health Startup Turnaround". WSJ. Retrieved 2019-11-14.
21. "Industries | Healthcare, Pharma, Insurance, Travel Analytics | ZS". www.zs.com. Retrieved 2019-11-29.